Turn the art of selling into a simple science using the proven tried-and-true techniques of the nation’s top sales champion, Tom Hopkins.

In sales, the potential clients or customers you interact with have some fears – the #1 fear is of you, the salesperson. Your clients do not want to be sold.

The key to overcoming your customer’s fear is to Read More...

This article was recently in the Workplace Issues section of Monster.com and thought it would be of interest to all of the sales superstars that read our blog.  I would love to hear how this technique works for everyone.
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Many sales reps think that somewhere inside their customer’s headquarters is a single decision maker. But today, even CEOs reach consensus with their direct reports before making important decisions, according to Neil Rackham, author of SPIN Selling.

Meet the Decision Makers

In a recent Selling Power magazine article, Rackham observes that decision making for the purchase of any significant product Read More...

Sales Guru, Jeffrey Gitomer, gives his 10.5 step formula for sales success. Plus, he reveals his insights on how to have your best day, everyday.

1 – Wake Up Early – The early bird makes the money
2 - Love What You Do – Love your job it or leave it
Read More...

I was driving around last week listening to a guy named Andy Andrews in my car, and he said something that hit me right between the eyes.  Mr. Andrews (author of the book The Traveler’s Gift) was saying that if he was allowed only 1 minute on stage and one thing to say that would change someone’s life, it would be an easy decision for Read More...

Today I am going to discuss how and why you should fire your sales manager.  Why?  Because you don’t need one.

The most important jobs that a sales manager does are things your can totally do yourself.  In fact, if you are doing your job right, you should be managing yourself.  

Let us look at what the job of a sales manager IS NOT. The sales manager’s job is NOT to keep you motivated. It is not your sales manager’s job to set your goals for you. Nor is it your sales manager’s job to train you. And your sales manager is not the person responsible for finding you leads and prospects.

“In my company,” you say, “That is exactly Read More...

Most sales slumps have as much to do with your mental, emotional, and spiritual state as they do with the technical aspects of your work. So, in this post, let’s look at your internal life and what action steps you can take to improve it.

There is a direct and powerful connection between the state of your emotions, your thoughts and your actions. Scientific studies have shown that your mental state changes your body. Additional studies show that these changes are perceptible by other people on a very subtle, but very powerful, level. Your thoughts and emotions are a huge piece of the performance puzzle.

Watch your Mental Diet
My colleague, Read More...

by Chris Lytle from Monster Career Advice

Sales pros aren’t the only ones who can offer valuable lessons in the art of persuasion. I saw a great sales job in the Tampa airport by a person who probably didn’t even see himself in sales. It was an airport security person who did a masterful job of crowd control.

We had an 8 a.m. flight from Tampa to Toronto. That meant a 5:45 a.m. taxi to an already crowded Tampa airport. We checked our luggage at the ticket counter, boarded the shuttle and rode to the terminal Read More...

In Eric Haney’s book, Inside Delta Force, the author relates a story about how the simplest solution is often the best. The Unit had been given a mission to retrieve a valuable object from a hostile country. The plan involved high altitude parachute Read More...

Have you ever experienced a slump? You know what I mean. You used to be so good at doing something…perhaps hitting a golf ball or a baseball. Perhaps you used to be at the top of your field in your profession, but the creative solutions just aren’t coming like they used to. Or maybe you were number 1 in your sales organization, but lately you just don’t seem to be getting the same results. It’s called a slump.

If you are in this scenario, I just want you to know a few things.

First, you aren’t crazy, there’s nothing wrong with you, and you are not alone. This kind of thing happens to almost everyone at one time or another. Even the Read More...

Dr. Robert Ciadini’s book, Influence: The Psychology of Persuasion is an enjoyable read with colorful examples throughout.  The book focuses on six “Weapons of Influence.”

The first, Read More...